Closing a six-figure enterprise software contract requires navigating complex procurement reviews. While most SaaS founders prepare for SOC 2 Type II security audits and GDPR data compliance, an increasing number of deals stall at the final hurdle: digital accessibility procurement review.
Enterprise buyers, higher education institutions, and public sector agencies are legally obligated under Section 508, the ADA, and international standards (like EN 301 549) to ensure third-party software vendors meet WCAG 2.1 AA or 2.2 AA standards. If your software product fails the buyer’s accessibility check, your deal gets put on hold—or awarded to a compliant competitor.
Here are the 3 primary reasons SaaS vendors fail enterprise accessibility procurement and how your team can clear the review with confidence.
1. Submitting a Blank, Incomplete, or “Self-Certified” VPAT®
A Voluntary Product Accessibility Template (VPAT®) is the standardized document used to create an official Accessibility Conformance Report (ACR). Many SaaS companies make the mistake of downloading a blank VPAT template, filling it out internally without certified testing, or marking every criteria as “Supports” without detailed technical explanations.
Why Procurement Rejects It: Enterprise procurement officers and accessibility specialists review dozens of VPATs every week. They quickly spot self-certified reports that lack specific testing methodologies, assist-tech details, or accurate explanations. A flawed VPAT indicates a lack of transparency and immediately raises legal liability red flags.
The Solution: Have your ACR authored by a certified third-party accessibility consulting firm (CPACC / WAS certified). An independent, third-party VPAT carries legitimate credibility and satisfies procurement review boards.
2. Relying on Automated Scanners or Accessibility Overlays
Many software teams run a free automated scanner or install a 1-line JavaScript overlay widget and assume they are compliant. However, automated accessibility tools can only detect 30% to 40% of WCAG criteria.
Automated tools miss critical interactive barriers, including:
- Keyboard focus traps in dynamic web apps and modals
- Screen reader announcements for dynamic DOM updates (ARIA live regions)
- Logical keyboard navigation order in complex SaaS dashboards
- Custom dropdown, tab-panel, and data table accessibility
Why Procurement Rejects It: Procurement officers actively reject software platforms that rely on accessibility overlays because overlays do not fix underlying DOM accessibility and do not satisfy Section 508 or WCAG 2.1 AA mandates.
The Solution: Perform 100% manual human testing using actual screen readers (JAWS, NVDA, VoiceOver) and keyboard-only navigation across your core user journeys.
3. Lack of a Documented Remediation Roadmap
Enterprise buyers understand that software products are constantly evolving. They rarely expect 100% perfection on day one, but they do demand proof that known accessibility barriers are acknowledged and actively being remediated.
Why Procurement Rejects It: If an audit reveals accessibility issues and the vendor has no prioritized backlog or estimated fix timeline, procurement teams view the software as a high-risk liability that could expose their organization to legal action.
The Solution: Provide a clear Remediation Roadmap & Letter of Commitment alongside your VPAT. Show which items are queued for the next sprint and offer a timeline for re-verification.
Close Enterprise Deals Faster with A11y Pros
Don’t let a missing VPAT or failed accessibility review stall your enterprise growth. At A11y Pros, our certified accessibility engineers deliver 100% manual WCAG 2.1/2.2 AA audits and official VPAT® 2.5 ACR documentation in as little as 5 business days.